Sales is a Zero Sum Game, and unless you're in sports, its not actually a game. Your challenge is to make the tough calls about who to contact, what to say, and how to navigate the murky waters of complex sales. Your customers have their own challenges, and making complex purchases is one of them. Not only do they have to buy, they live with the consequences.
Selling Value to the people who can say yes is your basis for success.
In an ideal world. complex things would not only appear simple, they would be.
We promote a segmentation model based on 4 discrete elements that when combined crate a distinct and unique category we call a value segment.